Sun Mon Tue Wed Thu Fri Sat

1 2 3 4 VA Lunch &

Learn 10:00am

5 6 7

8 9 10 11 12 13 14

15 16 17 18 New Member

Orientation

8:30am -

3:00pm

19 BOD

Meeting

9:00am

20 21

22 23 24 25 26 27 28

February 2015

BOARD OF DIRECTORS Directors

Al Makled—President Ted Easterly

Sam Baydoun—President Elect Robert P. Marx

Justin Roy—Treasurer Frederick

Tavolette

Luis Rodriguez—Past President Laura Adamson

Benjamin Welch

REALCOMP

GOVERNOR

USER

COMMITTEE

DABOR

STAFF

Dean

Eveslage

Mahmoud

Sobh

Laura

Green—CEO

Ted

Easterly

Andrea

Fitzgerald

Victoria

Strojny—

Admin. Asst.

Sandra

Kolar-Alt

Thank You to Scott and Brian

with Dearborn Federal Sav-

ings Bank for sponsoring our

Continuing Education Class

on Dec. 16th.

Thank you to Peggy Richard

with Dearborn Federal Credit

Union for sponsoring our

General Membership

Meeting on Dec.

9th.

Thank you to Mark Jefferson

with Parks Title for sponsor-

ing our New Member Orien-

tation on Dec. 11th.

Jill Abernethy

Matt Beard

Janet Blackburn

Tarek Chami

Lawan Dixon

Rachel Grindel

Preston Hill

Timothy Hillmer

Amye Lauth

Brian Lentz

Samir Mahmood

Christian Segura

Kourtni Worthy

Many of you recently received a memo from the Department of Licensing and Regulatory Affairs (LARA) regarding the passage of

Senate Bill 641 and the upcoming changes to continuing education for real estate licensees. As a result, members have contacted

the Michigan Realtors® for clarification on how this new law will impact them.

As you may recall, the Michigan Realtors® have been working over the past several months on SB 641 to make continuing

education more responsive to the ever changing market place, and in turn more responsive to the needs of our members, by

providing greater flexibility in the approval of continuing education credits. Additionally, the Michigan Realtors® will replace LARA

for the tracking of continuing education in order to assist members and local associations throughout the licensing cycle.

Beginning January 1st, with full implementation coinciding with the new licensing cycle in October of 2015, Senate Bill 641:

• Allows a broker or real estate agent to create a niche in their business by taking classes that pertain to their specific area

of market expertise and practice, including commercial.

• Moves the recording of the continuing education credits to a self-reporting system.

• Michigan Realtors® will provide agents and brokers with CE tracking.

• Credits taken prior to December 31, 2014 will be reported in the LARA database; all credits taken after January 1, 2015

will be self-tracked.

• Beginning with the October 2015 licensing cycle, there will be full implementation of state-issued pocket ID cards,

containing a photo ID and bar code. This will allow the licensee to scan their ID at their continuing education course to record

their credits.

• This new system of tracking and reporting CE will eventually allow real-time tracking of credits.

• It is important to note that this legislation does not increase the number of continuing education hours required in a

licensing cycle. Licensees will still be required to take 18 hours each cycle with 2 hours each year being dedicated to a legal up-

date.

Should you have any questions regarding these changes, please contact the Michigan Realtors® Public Policy Staff at

517.372.8890.

DABOR is committed to providing the programs and services you need to be suc-

cessful. Member input is critical to a strong organization. Serving on a com-

mittee will give you a voice in the planning and decision making of our events and

programs.

Please take a moment to review the list below and see what works best for you

and your time.

You may email me directly at laura@dabor.com or call the board office 313 278

2220 to request a committee appointment for 2015.

Membership Committee

Membership Services' principal goal is enhancing the REALTOR® image in the community. This is accomplished by sup-

porting the public awareness campaign through community outreach, and conducting a variety of events and activities

through Task Forces. By joining this committee, you can select one or more events to participate in.

Legislative/Government Affairs

The Legislative/Government Affairs

Committee encourages DABOR

members to become politically

aware, actively support the candi-

dacy of elected officials and work

with local officials on REALTOR Is-

sues.

Grievance

The Grievance committee meets for

the initial screening to evalu-

ate ethics complaints and/or contrac-

tual disputes filed against DABOR

members

Meets as Needed.

Finance Committee

Finance Committee is responsible for

reviewing the budget and financial

policies of the Association. The Com-

mittee recommends policies for the

investment of funds and The com-

mittee shall be responsible for setting

the annual budget and meet to over-

see the association budget.

Our committees meet as needed a few times a year and in a Task Force format. We encourage

everyone to get involved.

HouseMaster is the most experience home inspection company in North America with 35 years of success-

ful industry history and over 2 million completed inspections. We understand the need for professional-

ism, accuracy and speed. HouseMaster addresses these important requirements with;

Inspectors certified with the National Institute of Building Inspectors or the American Society of Home

Inspectors,

Error & Ommisions and General Liability Insurances,

Our Referral Liability Protection program reducing the real estate professional’s legal exposure for

claims solely based on referring HouseMaster,

Our comprehensive inspection report with photographs of defective elements is delivered to our

clients the same day of the inspection,

HouseMaster's written repair guarantee is included with each full home inspection,

Free one year client subscription to the Home Owners Network.

Convenient appointment times Monday through Saturday.

Multiple ancillary inspection services (Radon, WDI, Water, Well, Septic, Mold) available.

Provide your clients and yourself piece of mind and recommend HouseMaster the "Home Inspection Pro-

fessionals". Call our staffed office at (888) 848-0202 or email us at scheduling@wescheduleit.com for a

request for quote or to book an inspection.

Contact your local

American Home Shield

Representative

Mark Light

Senior Account Executive

800.800.8880 ext. 6116

jmlight@ahslink.com

Click the button to view

Home Protection Plan

Benefits for Real Estate

Professionals brought to

you by American Home

Shield.

Clink pictures for more detailed Information

Stun-Gun Laws Kubaton Laws

Click below for detailed video

Now available at the DABOR store: Kubaton defensive key chains, Hard plastic “dog

like” defensive key chains, Pepper spray pens and more.

Attorney General Bill Schuette to Speak at Upcoming Legislative Day and Centennial Celebration

Attorney General Bill Schuette will be the keynote luncheon speaker at the upcoming Michigan Realtors® Legislative Day and Centennial Celebration on March 4th in Lansing.

Attorney General Schuette has strong roots in state and federal government, and has been a champion of the real estate industry throughout his extensive career. Michigan Realtors® is excited and honored to have AG Schuette address the membership at this special event.

The event also includes two Legislative Panel Discussions comprised of House and Senate legislative leadership and optional Capi-tol tours. And for only $35, you won’t want to miss this opportunity to hear from top elected officials on issues impacting our industry.

Register Online

Dearborn Area Board of REALTORS

Your 2015 DABOR membership dues are ready to be processed. All dues payments are due in full no

later than January 1, 2015. Go to www.dabor.com and click on the "Pay Dues" button, enter your

primary email address and follow instructions. If you have not paid online before you may need to

register and create a password. PLEASE DO NOT CREATE A NEW ACCOUNT.

If you do not wish to pay your dues online.

Mail the printout along with your payment to DABOR 2350 Monroe St., Dearborn, MI 48124

On March 1, 2014 all unpaid memberships will be suspended. No exceptions.

As dues renewal time approaches and we are asking for you to consider a donation to RPAC, it is important to be educated about RPAC and aware of the important work that has been done this year. RPAC is neither a Republican nor a Democratic organiza-tion. Your contribution to RPAC is a vote for a pro-REALTOR Congress, regardless of political party. Why should I give? What does RPAC do for me?On the national level, we give our money to those in Congress who both understand and support REALTOR® issues. RPAC is the only political group in the country organized for REALTORS®, run by REALTORS® and exists solely to further issues important to REALTORS®. Think of your RPAC contribution as an investment. The best investment you'll ever make in your business and yourself. RPAC is your best insurance against poorly designed small business and commercial real estate legislation.

Click here for 2014 NAR Legislative & Regulatory Year in Review

What is RPAC? Why should I give?

Don't Write Me a Love Song

The emotional nature of a buyer’s letter to sellers might help win the home, but it could be

the biggest drawback at the negotiating table.

January 2015 | By Christine Smith

I had buyer clients once who insisted on writing a letter to the seller and making the case for why their of-

fer should be accepted. They went the personal, emotional route, explaining that they were meant to own

this home because it had the same colors that they had in their wedding. The offer itself was strong—it

met the asking price, plus some closing costs—so I can’t say whether the letter made a difference when

the seller finally accepted their offer. But it certainly made a difference down the road when it came time

to negotiate—and the seller refused to budge.

When issues arose after inspection, the seller was none too willing to negotiate, knowing how much my

buyers wanted this house. Because of my buyers’ disclosure of emotional attachment to the property in

their letter, it put them in a weaker negotiating position. The seller was able to take advantage of that.

It’s common advice during inventory crunches like the one the market is experiencing now that buyers

write personal letters to sellers to stand out and increase the chances of having their offer accepted. But

very few recognize the downside to buyers’ letters: disclosing information that sellers can use against buy-

ers at the negotiating table.

There’s no question that the decision to buy or sell a house is often largely an emotional one, but we know

that emotion clouds judgment. As an exclusive buyer agent, I advocate for buyers, protect their interests,

and get them the best deal possible. In order to do that, I need to take the emotion out of the buying pro-

cess, so that’s why I tell buyers it’s not a good idea to write a letter to the seller. They tend not to have

much of an effect anyway, in my experience. Sellers, who are concerned only with their bottom line, ig-

nore these letters 99 percent of the time. They take the focus off of the offer, which is the buyers’ real bar-

gaining chip.

Buyers seek to fall in love with a house. I remind them that they hired me to bring them back to Earth, to

provide impartial advice based on facts and on my expertise in the real estate market. If we don’t try to

rein in buyers’ emotional decision making, including potentially exposing their greatest weaknesses to

sellers in letters that were written with good intentions, we’re not doing our best to protect their interests.

Ultimately, we can’t control our clients’ decisions, but we can control the advice we give them.

Furthermore, buyers’ letters could pose problems with the Fair Housing Act, which makes it illegal to re-

fuse to sell or rent to a prospective tenant based on their race, religion, color, sex, national origin, family

status, or disability. Consider the letter from a married couple mentioning that their kids really love the

house, which is close to their church. Say the letter moves the seller to reject a higher offer from an un-

married buyer of a different religion—this might turn into a legal problem.

Letters can be subpoenaed and used as evidence, even if there was no discriminatory intent. Sellers, buyer

agents, and listing agents could all be found in violation of fair housing laws. Initial fines for a violation

start at $10,000—not to mention legal fees for defending a claim.

Think carefully the next time your buyers say they want to submit a personal letter with their offer, and

tell sellers to tread cautiously when considering such a letter. The best advice is to just rip it up.

With the new year comes a fresh start. A new beginning full of new resolutions, ideas, and plans for all that needs to get accomplished. Many REAL-TORS® are asking themselves: How can I grow my business? How can I maximize my time? Am I taking advantage of all the tools I have available to me? How can I better compete in my market? How can I spend more time with loved ones and less time in the office? No matter what your 2015 goals are for your business, RPR can help you achieve them. Here we’ll countdown the 8 powerful resources within RPR that will help you achieve your 2015 goals, regardless of your specialty.

8. Sales Comparison Analysis: RPR not only gives REALTORS® in-depth property information, but the flexibility to create a customized Sales Com-

parison Analysis. From searching by specific criteria, or even within a particular school zone, REALTORS® are easily assessing properties, adjusting and weighting each comparable and creating impressive reports.

7. Investment Analysis: Do you have clients looking for an investment property? Or perhaps your clients are looking for detailed information on how long their should hold onto their property to achieve the desired profit. With preconfigured scenarios for “Rent,” “Re-Sell,” and “Live In,” RPR’s Property

Investment Tool exports into an informative spreadsheet that analyzes the subject property with just a few clicks.

6. Home Improvement Tool: Whether you have a client looking to remodel, or wondering what their kitchen remodel from two years ago now adds to their home value, RPR’s Home Improvement Tool can help. Simply enter the type of improvement/remodel, when it was completed and how much was spent. By partnering with Hanley Wood, an aggregator of residential and commercial construction data, as well as the publisher of “Remodeling” mag-azine, RPR’s Home Improvement Tool calculates home improvements down to the zip code level in today’s dollars. And each of these home improve-ments will not only be included in the refined property estimate, they will also be included on the Seller’s Report you give to your sellers so they can see the ROI for each improvement.

5. Company Branding: If you’re a Broker or Manager, you know how important it is to showcase your company. With RPR’s Broker Tool Sets, you can ensure your agents see your brand not only when they login to RPR, but your brand will be prominently featured on each and every report your agents create in RPR.

Looking for new ways to use RPR? Check out these 8 Powerful RPR Resources:

CLICK TO TWEET

4. Demographic, Psychographic and Spending Data in RPR Commercial: RPR Commercial isn’t just for commercial practitioners. Imagine that your client is looking to relocate to a new community. They are young and want to live in an area with a lot of nightlife and good restaurants. With RPR

Commercial, you can get the “who” of the lifestyle demography with the “where” of the local neighborhood to create a model of various lifestyle classifi-cations. And just like RPR Residential, you can include all of this information in customized RPR Commercial reports. After logging in to RPR, click on the “RPR Commercial” link at the top of the screen and you’ll be on your way.

3. School Data via the Property Report: If your clients have children, you can be sure they are concerned about school districts and attendance zones. With school district and attendance zones from Maponics, you cannot only search for properties within a specific district or attendance zone, but include test scores, contact information and reviews for the school associated with a property in an RPR Property Report.

2. RVM: Both new and seasoned REALTORS® need a starting point when pricing a home. RPR’s exclusive Realtors Valuation Model®, or RVM, can provide an accurate place to begin valuing a property. Using proprietary algorithms, an RVM can only be calculated if strict criteria is met, including at least 2 comparable properties from MLS listing, sales and off market data. And with RPR’s ‘Confidence Score,’ you can be sure the value you’re giving is backed up with RPR’s stringent standards.

1. RPR Mobile™: REALTORS® everywhere are impressing clients while on the go. RPR Mobile™ gives you access to RPR from anywhere, at any time. Search properties, add photos and notes, create and send reports and much more. If you haven’t already, head to the Apple App Store or Google

Play Store to download RPR Mobile™ for free.

So as you begin 2015, know RPR has you covered whether you’re working with buyers, sellers, investors or commercial clients. If you want to learn more about these resources, visit our on-demand learning on our blog, or call our 24 hour customer service at 877.977.7576.

Business Never Stops

The ethics enforcement process gets a much-needed up-

date.

January 2015 | By Diane Disbrow

Here’s what you need to know.

Real estate is a dynamic and vibrant profession, and REALTORS® demand that both the Code of Ethics and its enforce-

ment processes keep pace with the changing needs of our diverse membership. The Professional Standards Committee

answered that call during the past year by introducing creative ways to accelerate the ethics enforcement process while

still ensuring it is fair and evenhanded.

The Committee’s focus in 2014 was on making the enforcement procedures simpler, faster, and more efficient. To that

end, numerous provisions of the Code of Ethics and Arbitration Manual were revised. Here are highlights of the changes

that will result in:

Shorter time frames for receiving and resolving ethics complaints

Limiting the availability of continuances

Expanding the use of remote testimony

Making e-mail the preferred document delivery tool

Requiring continuing training for professional standards administrators to keep them up to date

Authority to require violators to stop ongoing unethical conduct without the filing of a new complaint

Administrative clarity goes only so far, and filing an ethics complaint can still seem like a daunting process. So the Com-

mittee developed two new policies that will shape the way complaints are handled in the future: a citation policy and

mandatory ombudsman services.

The citation policy offers state and local associations the opportunity to process ethics complaints involving less serious

offenses without a hearing unless violators choose to have one. In many instances, the citation process can shorten the

time from the receipt of a complaint to the final decision from six months or longer to a matter of weeks.

In addition, local association ombudsmen across the country have been working with REALTORS® and consumers to

resolve disputes, involving such issues as communication breakdowns, through constructive communication and under-

standing. Beginning Jan. 1, 2016, every local and state association of REALTORS® will be required to offer ombuds-

man services to their members and to consumers, either directly or through an agreement with other associations of

REALTORS®.

By making our ethics enforcement procedures easier to administer and understand and by implementing new and faster

dispute resolution services, we can ensure that REALTORS®’ relationships with consumers and each other are repaired

as quickly as possible and maintain the highest level of trust and confidence in our REALTOR® family.

‘Do Unto Others . . .’

The goal of the 2015 Professional Standards Committee is to continue enhancing the enforcement processes and making

our members aware that our 102-year-old Code of Ethics provides valuable guidance for the situations we deal with in

our business. I hope every REALTOR® will take time this year to reread the Code.

It will make you proud to belong to a professional association whose members are dedicated to providing excellent ser-

vice to consumers, cooperating with our competitors in the best interests of our clients, and following the Golden Rule,

which reminds REALTORS® to “do unto others as you would have them do unto you.”

It has been brought to Realcomp's attention that the following SCAM is actively occurring around the state of Michigan. It usually involves a “Chinese buyer” who sends emails regarding the purchase of a high end

property. Below is an article from April 2013 regarding one version of the SCAM. Other scenarios can be

accessed via Google that seem to date back to 2010.

http://activerain.trulia.com/blogsview/3706285/high-end-property-scam-with-chinese-buyer

Some of the most recent emails are from a Yen Lee or Jiang Jiemin and bank statements are provided to make the buy-

er seem legitimate. The offer is close to purchase price including a large deposit. The agents in the Tawas area have

been receiving these emails.

Please be sure to read the information at the above-referenced link so if you have not heard of this scam, you will be aware of the different scenarios that can be involved. I’ve heard of the email coming from a doctor as well. Here are

some other tips:

A buyer from another country, such as China or England, emails you out of the blue and offers to pay cash for a listing

sight unseen. All that he needs is your bank account number so that he can wire his deposit to you or an address where he can send his deposit check. He may also want you to refer him to a local attorney or financial adviser. It sounds too

good to be true but you don’t want to offend him if he is a legitimate buyer. What do you do?

Here are some tips compiled from Western Union, Craigslist, Active Rain, and other sources:

1. If the buyer sends you large amounts of funds “by accident”, and asks you to wire the excess funds back to him, nev-

er send or wire funds from a check in your account until it officially clears. Having access to the funds does not mean

that they cleared.

2. Ask the buyer questions about his work, family, reason for wanting to buy in this area, how he got your name, etc.

3. Ask for a telephone number and speak on the phone.

4. Even if the buyer sends you verification of funds, keep in mind that scammers can create phony bank statements, passports, and other forms of ID. Remember that a former state senator in Rhode Island recently pled guilty to charg-

es that he created phony bank statements.

5. If the buyer asks you for a referral to a local attorney or financial adviser, do not provide a name without clearing it with the attorney or financial adviser. Scammers will use these names to seem legitimate when they try to scam other

victims.

6. Before accepting a check that is drawn on a foreign bank, check with your bank to find out whether it will charge a

special processing fee and how long it will take for a check drawn on a foreign bank account to clear. The answer may

differ from country to country.

7. Do not provide your bank account number to a buyer whom you don’t know. Scammers will pretend that they’re go-

ing to wire a deposit to your account in order to obtain your bank account number so that they take your funds.

Advertise Here! Call for

details!

Secure your spot today as a participat-ing vendor at Realcomp's 2015 Tools of the Trade REALTOR

® Expo.

Simply complete the vendor registration kit, return it, and provide payment for your booth and-or sponsorship to be a part of this worthwhile opportunity.

Go here to download your copy of our Tools of the Trade REALTOR

® Expo Ven-

dor Registration Kit.

This year's event is sure to be the best one yet.

Register Today for These 10 Compelling Reasons:

Comprehensive marketing campaign designed to draw

qualified, motivated REALTORS® in Southeast Michigan

Increase your brand awareness among the REALTOR®

community

Demonstrate your products & services to your desired

target audience

Networking opportunity - Form new relationships, inter-

act with attendees, gain new customers

Partner with Realcomp, Michigan's largest Multiple

Listing Service

Early Bird Special: Make full payment to Realcomp for

your booth by Friday, February 20, 2015 and receive a

$25 Starbucks gift card (the day of the event)

Easy to access location

No charge admission for Michigan REALTORS® and real

estate support personnel, no charge parking for exhibi-

tors or attendees

Complementary Wi-Fi Access throughout the facility

Continental breakfast & lunch for exhibitors (up to 2 rep-

resentatives per booth)

Consider becoming a sponsor of the event-an extremely effec-

tive way for getting your company and offerings in front of the

real estate community.

View photos from last year's event.

For questions about this event, please contact Realcomp's Marketing Department via e-mail at marketing@realcomp.com or phone at (248) 553-3003.

On February 3, all NAR Members will receive this: YOUR OFFER DATES: February 1-15, 2015 YOUR ACTION: Enroll in the FedEx Advantage® Program with Special Savings for NAR Members through the REALTOR Benefits® Program. Use passcode LCRS8p01. YOUR REWARD: Market Yourself with Social Media Bundle-Download, which includes the Social Media for REALTORS: Digital Marketing and and Real Estate Marketing Guide to Keyword Research-Download from Placester. PLUS a Chance to Win an Apple iPad Air 2*. REWARD VALUE: eProduct Value $11.95, Apple iPad Air 2 value: $638.95

Follow these few easy steps to earn your free reward:

1. Click the “ACT NOW” button to

be taken to the offer page.

2. Sign up for the FedEx Ad-

vantage® Program using passcode

LCRS8p01.

3. By completing your action you

will automatically be entered for the chance to win an Apple iPad Air 2 from NAR's REALTOR Benefits® Program and earn your eProduct download including the Keyword Re-search-eBook from Placester.

4. Within 48 hours of enrolling in the

FedEx Advantage® Program, you’ll receive an email with a promotional code to download the Market Your-self with Social Media Bundle-Download from the REALTOR® Store.

*This MVP Offer has been brought to you by the MVP Program and NAR's REALTOR

Benefits® Program and Program Partners FedEx and Placester. The rewards for this

offer are sponsored exclusively by NAR's REALTOR Benefits® Program and not by

FedEx.

DABOR Preferred Contractors

REALTORS and contractors in all areas of home services are an integral part of each other’s network. From building to cleaning to windows and doors. From floors to ceilings, painting and decorating. DABOR REALTORS have established rela-tionships with well-established companies specializing in quality of workmanship and customer service. Browse our net-work of PREFERRED CONTRACTORS.

2015 PREFERRED CONTRACTORS LIST

DABOR does not endorse and is not responsible or liable for any Content, data, advertising, products, goods or services available or unavailable from, or through, any third party or Service Provider. You agree that should you use or rely on such Content, data, adver-tisement, products, goods or services, available or unavailable from, or through any third party or Service Provider, DABOR is not responsible or liable, indirectly or directly, for any damage or loss caused or alleged to be caused by or in connection with such use or reliance. Your dealings with, or participation in promotions of any Service, and any other terms, conditions, representations or warran-ties associated with such dealings, are between you and such Service Provider exclusively and do not involve DABOR. You should make whatever investigation or other resources that you deem necessary or appropriate before hiring or engaging Service.

FREE Property Tax Appeal Seminar

The Dearborn Area Board of REALTORS® is pleased to present a FREE Property Tax Appeal Seminar.

When: March 3,2015 at 6:00 until 7:30 pm

Where: Dearborn Area Chamber of Commerce 22100 Michigan Avenue, Dearborn, MI 48124 (lower level of the

Bryant Branch Library)

The Tax Appeal Seminar will be conducted by Jumana Judeh, MAI, GAA, Certified General Appraiser, who will help you understand how your property taxes are calculated on your home or business.

Do you wonder?

· How can market values drop dramatically while my property taxes keep rising?

· How can I appeal my property taxes?

· What is the process to appeal?

· When do I appeal my property taxes?

Answers to these questions and more will be provided to you by our bilingual presenter.

Seating is limited. RSVP to Dearborn Area Board of REALTORS®

313 278-2220 or laura@dabor.com.

Tip #7 Sturdy doors are key to home safety

Make sure that all your home’s doors to the outside are metal or solid, 1 ¾" hardwood, and have good, sturdy locks.

Tip #8 Block identity theft

Contact the fraud department of any of the three consumer reporting companies— Equifax®, ExperianSM and Trans Un-

ion®—to place a fraud alert on your credit report. The fraud alert automatically lets credit card companies and other credi-

tors know they must contact you before opening any new accounts or making any changes to your existing accounts.

Should you buy leads?

Maybe.

There are two things to consider:

1. Will you do the follow-up and nurturing that is necessary to convert them?

Do you have the cash?

The first question seems obvious, but it is trickier than it looks. Most agents will answer “of course” to the follow-up question without really con-sidering what it takes to convert an online lead.

According to Robert Clay, founder of Marketing Wizdom, 8 percent of salespeople get 80 percent of the sales (non–real estate specific). Why does this happen? Well, Clay says it generally takes five follow-ups after the initial contact before a sale, and most salespeople give up on a lead after two attempts. Persistence pays off.

Calling prospects twice and not hearing back does not mean the lead is dead. When a customer cannot get preapproved because of poor credit, insufficient funds, or any number of other reasons, that does not mean the lead is dead. Even if they are still telling you their name is Mickey Mouse, the lead is not dead.

Now I ask you again: Will you take the time to follow up on and nurture these leads until they convert? Because if you are thinking, “That seems like a lot of work,” then I say, “No, you should not buy leads.” Don’t waste your hard-earned cash.

If you’re still with me, let’s talk about how to get this done. You will need a CRM, follow-up plan(s), access to meaningful and useful content, and time. Do yourself a favor and download a copy of “10 Days of Pain.” This is one of my favorite lead follow-up plans. “10 Days of Pain” will help you ascertain how motivated a lead is very quickly. Most of the time, you won’t even get through the entire plan before you know where the lead stands. Now, understand that lead follow-up does not end at 10 days, but, after that time period, they will transfer over to what you are used to: drip plans with periodic, consistent contact points.

I am not going to tell you where to buy leads. I cannot tell you one vendor is better than another in this arena. That’s because you make the differ-ence here. All of the vendors listed below are top-notch options that will deliver leads. Keep in mind that you are buying a system. The leads are generated through a website they create and passed through to a CRM where you can manage your activity with every contact. Of course, they all have different levels and services that you can buy into, but basically, the end result is the same. Before you buy – ask to speak with a current customer. I have found that agents either love their lead gen provider or are planning to break up with them.

BoomTown

Commissions Inc.

Market Leader

Real Geeks

TigerLead

Zillow

Zurple

Here’s what really matters: One lead a year or 100 leads a month will not get you anywhere unless you follow up, show some love, and convert. Follow-up should be fast (within minutes if possible). Keep in touch and show them some love by sharing useful information on a regular basis. Focus on getting an appointment. Online leads are not likely to close in three or even six months. Get comfy. You’re looking at working with these folks for nine months to two years in some cases.

If you haven’t realized it already, online leads are not going to feed you. A 2014 study by the National Association of REALTORS® showed that members get 69 percent of their business from people already in their sphere of influence. The good news is you should already be working your existing database in much the same way, only with more face-time built in.

So, one more time: Should you buy leads? Only if you are willing to put in the work required to convert.

Does It Make Sense to Buy Leads?

It depends. But two important questions can help you determine the right course of action for your business.

January 2015 | By Stefanie Hahn

From the NAR Code of Ethics

Article 6 Realtors® shall not accept any commission, rebate, or profit on expenditures made for their client,

without the client’s knowledge and consent. When recommending real estate products or services (e.g.,

homeowner’s insurance, warranty programs, mortgage financing, title insurance, etc.), Realtors® shall dis-

close to the client or customer to whom the recommendation is made any financial benefits or fees, other

than real estate referral fees, the Realtor® or Realtor®’s firm may receive as a direct result of such recom-

mendation. (Amended 1/99)

REALTORS and contractors in all areas of home services are an integral part of each oth-ers network. From building to cleaning to win-dows and doors. From floors to ceilings, painting and decorating. DABOR is looking for well-established companies specializing in quality of workmanship and customer service. Join our network of PREFERRED CONTRACTORS for $25.00 per year. Your $25.00 will put your com-pany information on the DABOR website and on our monthly e-newsletter that is distributed to over 700+ REALTORs each month. Additional-ly, the Preferred Contractor list (updated) is dis-tributed to each REALTOR member four times per year. Contact us to start advertising today. CLICK HERE for Preferred Contractor Form

Become a DABOR Preferred

Contractor

QUESTION: I am the listing REALTOR® . An offer was made by a buyer that was well below the listing price. I tele-phoned the buyer’s agent to tell him that my seller has rejected the offer. The agent said that it is necessary for the seller to reject the offer in writing. Is this true?

ANSWER: NO. A seller has no legal obligation to reject an offer in writing or to even respond to an offer at all.

Steel Entry Door. For the second year in a row,

Realtors® have named the steel entry door the num-

ber one home improvement project when it comes to

seeing a return on your investment. It is also consist-

ently the least expensive project in the report, cost-

ing about $1,200 on average; it was also the only

project on this year’s list to recoup more than 100

percent of its cost at resale on a national level.

What You Need More Than an

Assistant

If you need some extra hands on deck to grow

your business, don’t start with a personal assis-

tant or buyer’s agent. Look to the Web.

December 2014 | By Jared James

What has helped shape me as a real estate speaker and coach are my past experiences selling homes as a real estate professional and working as my

mother’s “unpaid assistant” in her office for years as a child.

I’ve seen a lot of change in the industry, but I also haven’t seen enough change in many practitioners’ businesses. I believe in resisting Shiny Object

Syndrome — a preoccupation with adopting every new piece of technology that comes along — that many agents and brokers suffer from. But I

also acknowledge that our ability to change with the industry will determine the level of efficient success we experience going forward.

Notice that I said “efficient success.” Some agents will try to justify the way they do business by saying they sell X number of houses per year,

which must mean they are successful. That’s not exactly true: If you sell 40 houses in a year, but you have no freedom because your business is

entirely reliant on your 24/7 availability, then I would question how successful you really are.

Last week, my company held our first-ever Annual Advance, a conference focused on the latest strategies and systems to run a 21st century busi-

ness, at the Connecticut Convention Center. It was attended by agents and brokers from all over North America. There were more takeaways than I

can mention here, but there was one that stood out from the rest: Hiring personal assistants or a couple of buyer’s agents is a great step to building

business — but not necessarily the best idea up front. First, bring on an ISA, or Internet sales associate.

We can all agree that the Internet has changed the business, and for people buying and selling houses, it’s the first place they start their journey.

According to NAR and InsideSales.com:

1. The average consumer searches for homes on the Internet for 10 to 14 days before contacting a real estate professional.

2. Sixty-six percent of people select the agent who contacts them first.

3. When an agent responds to a lead within five minutes, the chances of conversion increase by 100 times.

4. On average, agents respond to leads 1.3 times and make the first contact in 15.3 hours.

5. Forty-three percent of leads never get a response.

6. Forty-four percent of salespeople give up after one follow-up.

Eighty percent of sales are done after the fifth to twelfth follow-up.

This means you need to follow up with leads quickly, continue following up even if you don’t hear back right away, and be the first to make contact

with a prospect.

That sounds easy until you get back to the real world, where clients want you to show them properties, expect to be updated on their open houses,

and request that you be at home inspections.

That’s where an ISA comes in. What if you had someone whose job it is to call leads the moment they come in and follow up with those who have-

n’t responded yet? What if you only worked with “warm leads” who want to see houses or find out what their property is worth?

What if the “what if” could become reality?

It already is for many agents who have started running their businesses like it’s about to be 2015 — and not like it’s still 1992.

This isn’t just theory. At the beginning of our conference, one of the attendees came to me and told me that from the time he got on the plane to the

moment he saw me in the lobby, his ISA had scheduled seven listing appointments for his team without him doing anything. He couldn’t have done

that on his own. Having someone from his office call the moment a lead came in meant more business for his team.

An ISA is no longer an optional member of your team. It’s as necessary as the car you use to get to your showings, if you want to close more busi-

ness and stop complaining that “your leads are no good.”

The leads aren’t the problem; our follow-up systems and old business models are.

So unless you live in a world where “Beverly Hills, 90210” is still a hit show, it’s time to wake up and recognize that it’s about to be 2015, and the

way we get to the point of conversion in our industry has changed.

State Licensing Requirements

During the 3 year licensing cycle each agent must complete a minimum of 2 hours approved legal

coursework each year. In addition, each agent must also complete 12 hours of approved course-

work of their choice. The additional 12 hours of coursework may be completed anytime during

the 3 year cycle.

**New licensees

In the first and second year of the license cycle, licenses issued on or after November 1 of the cur-

rent year do not require con ed for the current year. In the third year of the license cycle licenses

issued on or after July 1st no con ed is required.

Cycles-2010-2012 / 2013-2015 / 2016-2018 / 2019-2021 etc.

Click here for the Quadrennial Code of Ethics Training requirements

DABOR Bulletin Board

Continuing Education Requirements

DABOR Presents along with NCI and Associates 6 hours of continuing education

including 2 hours of yearly mandatory legal update. The following dates are

scheduled for 2015. Check-in for all classes is 8:30am. Class time is 9:00am-

3:30pm. Lunch is included. All students must register and pay prior to class.

No walk-ins.

March 25

May 6

June 3

September 9

October 1

October 21

Accuspect Home Inspection Co. (734) 678-0975 -

Dale Raines

Adam's Cleaning Services, Inc. (313) 561-3303-

Adam Seccombe

American Home Shield (800) 800-8880 - John M.

Light

America's Preferred Home Warranty (800) 648-

5006 - Jeff Becker

Assenmacher and Associates P.C. (313) 277-

5800 - Jerome E. Assenmacher

Cutco Closing Gifts (248) 703-9938 - Adam

Swintek

Dearborn Federal Savings Bank (313) 565-3100 -

William White

Dearborn Federal Credit Union (313) 322-8239-

Peggy Richard

EHomeScore.com (248) 912-5512 - Frank Mas-

troianni

First American Title Insurance (734) 692-9914 -

Frank Lucarelli

Flagstar Bank (313) 271-1260 - Rafi Sabbagh

Home Inspection by Pros (734) 483-3400 -

Robert Armstrong

Housemaster Inspection Services (888) 848-0202

- Tom Rusco

Morse Moving & Storage, Inc. (734) 484-1717-

John Green

Parks Title (313) 505-6606 - Mark Jefferson

Pillar To Post, Home Inspections - (734) 427-5577

- Dave Dalfino

PNC Financial Services (734) 281-5219 - Ali

Shami

PrimeLending A Plains Capital Company (313)

274-6500 - Chuck Hage

Reckingers Heating and Cooling (313) 562-3456 -

Steve Krstevski

Sam’s Club (734) 285-4754 - Lorene Rome,

Gabriel Martinez

Title Solutions Agency, LLC (734) 259-7130 -

Brad Nolit

Title One Inc. (734) 427-8006 - Bernie Youngblood

Title One Inc. (313) 561-6631 - Debbie Kudla

Vis-Home (734) 945-0396 - Boris Kochubievsky

Wells Fargo Home Mortgage (515) 213-4291- Jim

Linnane

Sun Mon Tue Wed Thu Fri Sat

1 2 3 General Membership

Meeting 11:30 am

Tax Appeal Seminar

6pm

4 MI REALTORS

Legislative Day

in Lansing

5 6 7

8 9 10 11 12 13 14

15 16 17 18 19 BOD Meeting

9am

20 21

22 23 24 25 Con-Ed 9am 26 27 28

29 30 31

March 2015